Inside Sales Engineer- SMB

Vancouver, CA, V6C 1W6


Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com


Role Summary

  • Support CAM in Driving Territory Revenue for both for end users and preferred partners
  • Facilitate and escalate support cases, professional services engagements, rapid response assistance etc. where appropriate
  • Know the top three competitors for each primary Sophos product and strength/weakness
  • Think and position solutions through a Sales Lens
  • Visible participation on team calls and collaboration platforms (Teams, email, Zoom)
  • Technically Establish and agree to territory expectations, go to market strategy, top partner approach, etc.
  • Weekly Team Meetings with SE and extended team
  • Understand your territory and the partner landscape
  • Consistently meet and exceed quota
  • Drive regular communication with team and to channel partners


What You Will Do

  • Handle all Technical Proposals, RFP technical responses, opportunity qualification/disqualification for 1-500 users
  • Audible ready on top 10 deals for owned territory
  • Be Demo and POC ready on all products and Synchronized Security, establish plan for territory gaps, technical certs
  • Take Technical Sales Cycle Ownership, achieve technical win, own next steps and follow up scheduling, SFDC SE Milestones, general accountability
  • Virtual End user meeting for opportunities, as lead technical role or as supporting role with partner
  • Drive the sales opportunity by providing technical leadership and orchestrating internal and external resources


What You Will Bring

  • Be available online, email responses within 2 hours in office, same day when traveling
  • Take ownership of Schedule and Control calendar (follow up time, lab time, etc), correct mix of partner vs end user, responsible for SE coverage, and onsite visits
  • Update and make sure you have System access to Salesforce, Concur, o365, ACTS, sophtrac, MSDN, and all Sophos Portals
  • Communication Importance with Team in all Sophos platforms Skype, Teams, Email, Text, Phone, Team/Management Shared Calendar
  • Properly document all real-time sales engineer related sales activities in SFDC including technical win/loss data
  • Keep an up-to-date calendar  
  • Educate CAMs of new features, high level product training, technical qualification
  • Side projects, marketing participation, third party certifications and education
  • Engage in continued learning and personal development (Sophskills are mandatory)
  • Maintain ongoing knowledge of industry, territory, target accounts, top/target partners and competitive landscape
  • Share best practices regarding tools, sales techniques and opp management with team members
  • Participate in all enablement activities including stand & delivers


What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm


Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.


Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunites at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. If you have any questions about Sophos' data protection practices, please contact dataprotection@sophos.com.

At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.